Chapter 184: Using customers to force customers
For customers like this who are followed by peers, Zhang Qiyuan does not intend to easily negotiate the price with the owner. He must either make a deposit to negotiate the price, or have an interview, otherwise it will be easy to marry his peers. Clothes.
"Xiao Zhang, can you calculate for us the costs including agency fees and taxes?" Xiao Bo said.
"No problem, my store happens to be nearby. Go sit in my store for a while and I will do the math for you."
Zhang Qiyuan brought Xiao Bo and his wife to his store.
Bringing customers to the store is naturally not just for them to sit here. The main purpose is to give customers a guarantee, proving that they are not unscrupulous intermediaries and have their own physical stores. Even if there are any problems later, they can come to the store to find them.
After letting Xiao Bo and his wife sit down in the business meeting area, Zhang Qiyuan brought a tax calculation sheet and a pen over, sat across from the two of them, and began to calculate the taxes for them.
"Let's calculate it based on 3.35 million first. The appraised price here can be 18,000, and the total appraised price is almost 354,000. We are getting a first mortgage, right?" Zhang Qiyuan asked while writing.
“Once this house is sold, it’s the down payment.”
"That means we can get a loan of 283,000 yuan, with a down payment of 520,000 yuan. The bank assessment and guarantee here are uniformly 2,000 yuan. The taxes and fees together are about 26,000 yuan. The intermediary fee is 33,500 yuan, which means the down payment is 52,000 yuan + 2,000 + 260,000 + 33,500 yuan. If you want To buy this house, the cash needed is almost 815,500," Zhang Qiyuan calculated.
"Are the taxes and fees so high? Can't we make a lower income?" At this time, Xiao Bo's wife said.
"You quite understand." Zhang Qiyuan looked at Xiao Bo's wife in surprise.
"Haha, my wife is in the loan business." Xiao Bo said with a smile.
Zhang Qiyuan suddenly realized that if he was doing loans, he should be familiar with their industry.
"First of all, the basis for making a low-price purchase is that the house sold for a lot more than its previous purchase price, but the house was sold for almost the original price, so a low-price purchase cannot be done. However, we can help you with the decoration part. Taxes and fees will be eliminated," Zhang Qiyuan said sincerely.
This is the time to show your professionalism.
For example, a house with fine decoration is generally purchased with decoration, so the owners at that time will have decoration invoices and other things, but when paying tax, they can only pay the rough part, which means that the decoration part can be included Remove it and then pay the tax.
The owner's starting price for this large flat floor is about 16,000. If the decoration is removed, the price is about 13,000-14,000.
"There is also a tax..."
"As for personal income tax, we need to communicate with the owner. I can't help you save it directly. If the owner agrees to save personal income tax, we can also help you save it." Zhang Qiyuan said immediately.
"Isn't the agency fee a bit high? Some agencies told us that the agency fee is only 0.5 cents." Xiao Bo's wife continued to bargain.
Hearing this, Zhang Qiyuan suddenly became serious. Their agency fee can indeed be less, but it cannot be so cheap. He thought for a while and said: "Mr. Xiao, the agency fee actually depends on the individual's ability, one by one. The agency fee is 33,500, and 0.5 is just over 16,000. If I can help you negotiate the price, it will be much more than 16,000. As you said, some agencies told you that the agency fee is 0.5. , but the price is very low, which agency would you choose?”
"Of course we want to reduce the agency fee on the basis of the negotiated house price." Xiao Bo said.
Zhang Qiyuan was speechless. He wanted the agency to negotiate the price and save agency fees.
"I think it's not the time for us to talk about agency fees. The main thing is to look at the owner's price. If we haven't negotiated the price for you, and you say 0.5 agency fee, we will accept it. After all, nothing can be done. But if There’s more to talk about the price, so don’t focus on our agency fee, after all, we have to live.”
Zhang Qiyuan is a little helpless. The market is so complicated now. If you don’t do it, others will naturally do it, especially if the price is negotiated. Other intermediaries don’t even need to do inspections. They only need to come and sign a contract and they will receive the owner’s notice. The agency fee of one point is almost the same as free money, so naturally I am very happy.
"Well, we have to think about this, and our client is a portfolio loan, and the money is coming in slowly. Let's go back and think about it first..." Xiao Bo thought for a moment and said.
"Okay, you still have to think carefully about buying a house. However, this house is being sold sincerely. I guess you won't be able to keep it for a long time. You are also in urgent need of finding a house like this. I hope you will make a decision as soon as possible after thinking about it." Zhang Qiyuan didn't push him, he just said that the owner was more sincere in selling, and he didn't say too much. If you say too much, the customer will feel that you are forcing the order. "I'm going to trouble you today, Xiao Zhang..."
Xiao Bo said very politely, and then took his wife away with him.
After Zhang Qiyuan sent the customer away, he returned to the store.
"Brother Zhang, do you think this customer still needs less agency fees?" Li Xin followed the whole process, a little curious as to why Zhang Qiyuan didn't directly reduce the agency fees to the client.
"Haha, the client just told you that there is an intermediary that only charges 0.5. You tell the client that you only charge 0.5. The client then tells that agency that we only charge 0.5. Then other agencies say it's free. Do you want to do the same? "Free?" Zhang Qiyuan rolled his eyes at Li Xin and said, "Our agency fee must be small enough to be valuable. We are sure that the customer can sign with us, so we can do it less, but we are not sure yet, so there is no need to involve ourselves."
"Who owns this house?" Zhang Qiyuan asked.
"Sister He's." Li Xin replied.
Zhang Qiyuan glanced at the store. Sister He, Huang Yi, and Wang Yong were not in the store. They should have gone to take a look. He didn't say anything. He planned to ask Sister He to pay a return visit to the owner later and say something. For the customer's situation, establish a good relationship with the owner first, so that even if the customer wants to skip the order later, don't talk too much about the price.
…
At about two o'clock in the afternoon, Huang Yi, Sister He and Wang Yong came back one after another. The three of them were happy and worried.
"My client is interested in this 232-square-meter apartment, but the price may only reach 3.5 million," Huang Yi said.
"3.5 million is definitely impossible. Didn't you tell the customer that the owner has two parking spaces?" Zhang Qiyuan said.
"I told you, but the customer still said that he could only pay up to 3.5 million."
"Haha, you didn't say that, do you want to quote the owner's base price? Now the customer continues to cut 200,000 yuan off the owner's base price. You can handle it yourself." Zhang Qiyuan said angrily.
Huang Yi didn't take it seriously and said: "Although the customer said that he can only offer 3.5 million, I feel that he can still increase it."
"Since you can add it, just invite the owner over for an interview. What are you waiting for? This house has such high quality floors, it will probably be gone in a few days." Zhang Qiyuan frowned.
“The client said that he would bring his parents over to take a look at it in the afternoon, and then he would make an appointment with the owner to discuss it.”
Hearing this, Zhang Qiyuan nodded. Since the client is willing to interview, there should be hope.
He didn't expect that the first customer Huang Yifa received via video was actually a prospective customer.
"Brother Wang, where is your Sister Chen?" Zhang Qiyuan looked at Wang Yong.
"Sister Chen and her husband saw the large flat floor and liked it better, but her husband didn't seem to be in a hurry." Wang Yong said helplessly.
It's hard for him to push too hard on a familiar customer like this.
"Since he's not in a hurry, let's keep the customers busy later. When Master Huang's customers come to negotiate the price, you can take a picture and show it to your sister Chen. Master Huang, you can also tell your customers that we are here. Colleague Bian also has a client who is interested in this house, but it’s just because they made an appointment with the owner first, so we let them negotiate first. If they can’t reach an agreement, we will have a client here to connect with it immediately,” Zhang Qiyuan directed.
(End of chapter)